Posts in Psychology

ROI Is a Shared Lie

Joseph Griffiths -
Nov 12
ROI isn’t about perfect math—it’s about shared belief. Learn why accuracy matters less […]
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The Problem with Fishing

Joseph Griffiths -
Nov 11
Too many sales demos are feature-fishing expeditions that miss the real opportunity: understanding […]
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The Trust-Building Power of Answering with a Question

Joseph Griffiths -
Nov 5
Discover how answering a customer's question with a thoughtful follow-up builds trust, deepens […]
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Becoming a dopamine dealer in your presentations

Joseph Griffiths -
Oct 29
Discover how to use neuroscience and storytelling to capture attention in sales presentations. […]
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The Psychology & Neuroscience Behind Storytelling

Joseph Griffiths -
Oct 27
A few years ago, I was leading a technical briefing when the CEO […]
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The Hidden Cost of Selling Without Discovery

Joseph Griffiths -
Oct 21
Skipping discovery isn’t efficiency — it’s laziness disguised as speed. When we sell […]
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Why We Engineer the Wrong Problem

Joseph Griffiths -
Oct 9
Ever design a perfect solution to a problem that didn’t matter? I once […]
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The Illusion of Multitasking

Joseph Griffiths -
Oct 7
We live in a world that rewards motion — not focus. But the science […]
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The Story We Tell Ourselves

Joseph Griffiths -
Oct 7
We all carry stories that quietly shape how we work, sell, and lead. […]
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Being Wrong to be Right

Joseph Griffiths -
Oct 3
In sales, the path to the right answer often starts with a wrong […]
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About Author

Joseph Griffiths is a Presales Educator and Coach dedicated to helping solution engineers, technical sellers, and sales leaders achieve greater success.

My career spans enterprise technology sales, solution architecture, and leadership roles where I built and implemented complex cloud and data center solutions. Along the way, I earned elite certifications such as VMware VCDX-DCV and VCDX-CMA, which give me the technical depth to match my business expertise. This combination of skills allows me to coach sales professionals on not just the how of technology, but more importantly the why — what truly matters to customers and drives business impact.

Through my technical sales coaching and presales training programs, I focus on building confidence, sharpening customer discovery, and creating measurable business value in every conversation. I help sales teams and individual contributors uncover customer priorities, frame solutions effectively, and communicate with impact. My approach blends proven frameworks with real-world experience to equip sellers to move deals forward faster and build stronger customer trust.